Director of Group Sales - Signia by Hilton Indianapolis

Hilton•Indianapolis, IN

About The Position

A Director of Group Sales with Signia by Hilton Indianapolis is responsible for leading a dynamic team of sellers and maximizing the group revenues of an asset on a consistent basis. Hilton is seeking strategic leaders who understand how to bring people, process and performance together, to create a winning formula. Hilton’s Commercial Services organization is comprised of team members driving our sales, revenue, marketing, catering and events management, call centers, and analytics functions. These functions are the core of Hilton’s “commercial engine” and are essential to Hilton’s ability to drive profitable growth. What will I be doing? The primary responsibilities of this position are to lead the group sales team at your hotel/complex and deploy business strategies that are creative, dynamic and impactful towards achieving your hotels annual group rooms and group banquets budget and crossover targets. As the Director of Group Sales, you will be responsible for overseeing commercial strategies for your group sales team. Your goal is to improve the performance of the sales team by connecting strategy and business processes. Business processes should be designed to impact revenue streams, including Rooms, Catering and Events. Key deliverables for this role are to set deployment, team composition, and provide a cadence of activities that are a "predictive and prescriptive" approach to drive performance. In this role, you should possess strong leadership, communication, and networking skills. You will facilitate the delivery of the Americas Commercial Operating Model pertaining to group rooms and group banquets sales. Strategy: Contribute to the hotel’s Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support. Directly accountable for setting the strategy and delivery of hotel’s sales targets including Direct Selling Revenue Streams including group rooms and group banquets. Work with Hotel’s Commercial Leadership to ensure that Business Review Guidelines (current to + 5 years) and Group Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of group sales opportunities and achieve positive group market share. Strategically align sales activities and outcomes with established optimal mix, contribute to the accuracy of revenue forecasts, while executing strategies for different demand periods and group pricing targets established. Understand and contribute to the maximization of profits in line with GOP and EBITDA targets. Operate within departmental expense budget and forecasts In collaboration with hotels commercial leaders, contribute to the development of knowledge of all competitors and market activity Leadership: Lead daily and weekly business review and sales strategy meetings Manage and execute monthly, quarterly, and annual APEX performance process with eligible sales team members. In collaboration with DOSM, contribute to the commercial strategy plan pertaining to group sales, socialize and amend plan on a consistent basis. Development and oversight of hotel’s sales site visit strategies and approach Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools Responsible for recruiting and retention of all group sales roles. Lead, engage, and develop sales team members, including ongoing performance development and Career Development Plans. Conduct performance reviews for all direct reports and provide feedback for dotted line reports including but not limited to: Group Sales Business Transient Sales Leisure Sales Catering Sales Contract/PERM Sales Facilitate and lead in a culture that is aligned with Hilton’s DEI and ESG enterprise goals Ownership, Customer, and Stakeholder Relations: Contribute to performance and commercial activity reporting for hotels (i.e., performance status communication and response plans). Liaise with Hilton Worldwide Sales towards demand and conversion generation Build strong relationships with CVB and 3rd party travel partners. High level of engagement with customers including: Support of team’s site visits and pre-convention meetings Support of sales managers sales travel into market

Requirements

Minimum Education: Bachelor's Degree preferred
Minimum Years of Experience: Three (3) or more years in hospitality sales & marketing leadership preferred
Minimum Years of Experience: Three (3) years cross-functional experience in hotel management, or related industry experience preferred.

Nice To Haves

Additional/advanced degree coursework in business administration, marketing and communications
Adaptable experience with business strategy, business planning, and business plan development.
Ability to speak multiple languages
Multiple Brand experience
Proficiency in Delphi FDC preferred

Responsibilities

Contribute to the hotel’s Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support.
Directly accountable for setting the strategy and delivery of hotel’s sales targets including Direct Selling Revenue Streams including group rooms and group banquets.
Work with Hotel’s Commercial Leadership to ensure that Business Review Guidelines (current to + 5 years) and Group Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of group sales opportunities and achieve positive group market share.
Strategically align sales activities and outcomes with established optimal mix, contribute to the accuracy of revenue forecasts, while executing strategies for different demand periods and group pricing targets established.
Understand and contribute to the maximization of profits in line with GOP and EBITDA targets.
Operate within departmental expense budget and forecasts
In collaboration with hotels commercial leaders, contribute to the development of knowledge of all competitors and market activity
Lead daily and weekly business review and sales strategy meetings
Manage and execute monthly, quarterly, and annual APEX performance process with eligible sales team members.
In collaboration with DOSM, contribute to the commercial strategy plan pertaining to group sales, socialize and amend plan on a consistent basis.
Development and oversight of hotel’s sales site visit strategies and approach
Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools
Responsible for recruiting and retention of all group sales roles.
Lead, engage, and develop sales team members, including ongoing performance development and Career Development Plans.
Conduct performance reviews for all direct reports and provide feedback for dotted line reports including but not limited to:
Facilitate and lead in a culture that is aligned with Hilton’s DEI and ESG enterprise goals
Contribute to performance and commercial activity reporting for hotels (i.e., performance status communication and response plans).
Liaise with Hilton Worldwide Sales towards demand and conversion generation
Build strong relationships with CVB and 3rd party travel partners.
Support of team’s site visits and pre-convention meetings
Support of sales managers sales travel into market

Benefits

Medical Insurance Coverage Options – for you and your family. Able to enroll after 90 days of employment
Vision, dental, life and disability insurance
Mental Health Resources
Best-in-Class Paid Time Off (PTO) – you can accrue up to 144 hours of PTO in your first year of employment.
Go Hilton travel discount program: 100 nights of discounted travel per calendar year
Participating in the 401(k) Plan and company match is the perfect way to save for the future. We match 100% of every dollar eligible TMs contribute up to 3% of pay, plus 50% of every dollar contributed on the next 2% of pay.
Career growth and development
Team Member Resource Groups
Recognition and rewards programs
Access to your pay when you need it through DailyPay
Debt-free education: Access to a wide variety of educational credentials (ex. college degrees, high school completion, English-language learning, digital literacy, professional certificates and more)
Inclusive family-building and fertility benefits
Expanded bereavement leave
Adoption Assistance program
Employee stock purchase program (ESPP) - purchase Hilton shares at 15% discount
Complimentary meals in the cafeteria while on shift